Authors:Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zol
Publisher: AMACOM
Keywords: sales, force, performance, accelerating, guide, complete
Number of Pages: 496
Published: 2001-04-15
List price: $79.95
ISBN-10: 0814406505
ISBN-13: 9780814406502

Every firm’s sales force combines the distinctive personalities of its members with complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies. The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-t